Delta 3HP UNISAW with 52-inch BIESEMEYER System
Item #36-L352; deltamachinery. com; $3,099-$3,499 at most locations “This table saw is the only table
saw you should ever own. Delta has been making power tools forever and they are the best for what we do. I have the Delta Unisaw with the UniFence. This is a 10-inch table saw and it tilts to the left. The
three-horsepower motor will handle anything you throw at it, from MDF to plastic and even aluminum.”
IF YOU BUY IT, SELL IT!
Shopbot PRSalpha CNC Router
Item #10159;
shopbottools.com; $17,495
“I was saving the best for the last! As most people know in our industry, I program and run a CNC router at work. I bought my first machine approximate- ly eight years ago. It has been by far the best tool I have ever purchased! The machine I bought was a ShopBot CNC. It has a 96x48-inch table on it that holds everything I cut for car audio. Most of my materials come in 96x48-inch sizes. They are expen- sive machines, but they pay for themselves in a matter of time.”
So, you have all of these high-quality fasteners and hardware, but, of course, it all
comes with a higher price tag and drives up your installation bay supply costs. But just like you promote your higher-end products and labor from an “it costs more, but it’s worth it” standpoint, you have to do the same with your infrastructure. Otherwise, you’re just more expensive for no reason. How do you do this? Ideally, you are “giving the tour” to prospective clients anyway.
“Hey, if you’ve got a minute, let me take you in the back where the magic happens. If you thought we had some nice stuff up here, wait until you see my techs, our install facility, and how we do what we do.” This lets you show off your cool tools, various sections you may have dedicated to specific types of work, and cars that are in progress. “You can see how we have the certain car parts taped and covered to protect them while our technician Baker works. It’s an added cost, but we feel it’s worth it. Over here you can see that, as Jeff integrates an alarm to this car, he’s soldering the connections.” Even a “simple job” can be used to point out something that sets you apart. And when
there isn’t a project underway, bring up the relevant aspects of their install as you guide them through your bay. “This is where we keep our supplies, such as our fasteners in these bins. For your car, where I mentioned securing the sub enclosure and amp rack to the back of the
cab with the nut inserts; these are what I was talking about. It attaches to the metal more securely than simply driving a sheetrock screw through. So, it’s more secure, more rigid. As you drive down the road, hitting potholes, the subs playing and vibrating things, not to mention if you have to slam on the brakes, this will hold up where lesser methods and materials will fail.” For fasteners, materials, and even
the copper and brass you use, this is your chance to point all of these things out, simultaneously building the value while notifying the client that they all contribute to the total price you are presenting. Just like a talk about how a higher quality crossover contributes to a better sounding component set, something as theoretically mundane as hardware can make or break an install. The fact that you promote it as a significant component of your business can be one more thing that sets you apart.
60 Mobile Electronics February—March 2013
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